Your firm may be successful today, but everyone knows that success can be fleeting unless you're continuously thinking ahead to identify and win the next client. The key to developing a strategy for winning new clients is to answer these key questions: Why? Who? What? How? Here are some questions that can help you to develop focused and effective plans for gaining new business.
Why
As you consider ways to win new clients, it's important to understand what's driving your efforts, so an important question to answer is, why are you seeking to add clients?
Beyond your obvious desire to make money, what's the strategic reason for your business development efforts? Is it to increase market share in an existing market? Is it to reach a new market – in terms of geography, types of clients, industry specializations, or service offerings? The answers to these questions will clearly influence how you respond to other questions surrounding strategy.
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Source: Peter Brown, Senior Consultant, Sageworks, http://www.accountingweb.com
